The Situation

An advertising agency in Coral Gables had been operating in the same office space since 2022, and their lease was coming up for renewal. Like many small office tenants, they weren’t sure they had much bargaining power. The property owner came to the table with a renewal proposal that included a rent increase, and the agency wasn’t sure if they should accept it or start looking elsewhere. They needed someone who could cut through the uncertainty and show them what their real options were.

The Strategy

We knew that knowledge was going to be this client’s best asset. Instead of immediately negotiating with the current landlord, we took a comprehensive approach. We searched the Coral Gables market for viable alternatives, looking at similar office spaces that could accommodate the agency’s needs. For each option, we built out a detailed analysis: what were the real costs of moving versus staying? What would new tenant improvements cost? How much disruption would a move cause to their business? We laid out the pros and cons of each scenario, complete with the full economics.

This wasn’t just about finding other spaces. It was about giving the client clarity and confidence. When you know what’s available and what it costs, you can negotiate from a position of strength, even if you’re a smaller tenant.

The Outcome

Armed with concrete alternatives and a clear understanding of market rates, we went back to the negotiating table with the current landlord. The result? The advertising agency extended their lease at their current location, which is what they actually wanted all along. But instead of accepting the landlord’s initial terms, we negotiated a decrease from the owner’s requested rent rate and secured three months of free rent. The total deal value came in at $230,000, with approximately $15,000 in free rent.

The client got to stay in the location they loved, maintain continuity for their business, and they saved significant money in the process. The landlord got to keep a good tenant in place without the costs and risks of turnover.

What We Learned

Here’s the thing about small office users: they often assume they don’t have much negotiating power. And in some ways, that’s true. They’re not leasing 50,000 square feet. But a good tenant has real value to a smart landlord. Vacancy costs money. Tenant improvements cost money. The time it takes to find and vet a new tenant costs money. When a landlord has a quality tenant who pays on time and takes care of the space, keeping them happy often makes more financial sense than playing hardball.

The key is doing your homework. You can’t bluff in commercial real estate negotiations. You need real alternatives, real numbers, and a clear understanding of what makes sense for your client’s business. When you bring that to the table, even smaller tenants can secure favorable terms.

Deal Summary

• Deal Type: Office Lease Renewal
• Date: October 2025
• Location: Coral Gables CBD
• Main Challenge: Small office tenant facing lease renewal with limited perceived negotiating power
• Solutions: Comprehensive market analysis of alternatives, detailed cost comparison of moving vs. staying, strategic negotiation resulting in reduced rent and three months free